Focus on pipeline management & generation

Sellers, do not skip these two steps this morning! This advice is from James Bissell.

When he was an AE, Monday mornings were all about two things: pipeline management and pipeline generation. But this is not only for Mondays - you should be constantly working on your pipeline.

1. Pipeline management

   • Review your numbers: Start with forecast preparation by looking at the numbers you're calling.

   • Identify stalling deals: Determine which deals are stalling or ghosting and create a plan to address them.

   • Focus on winnable deals: Identify which deals you can win and build a close plan for them.

   • Multi-thread deals: Determine which deals need multi-threading and make necessary suggestions.

   • Qualify out: Decide which deals to walk away from and send a qualify-out email.

With these actions in place, you can then move on to pipeline generation...

2. Pipeline generation

   • Calculate activity metrics: Use your data to determine the exact activity metrics you need to follow.

   • Block time for outreach: Schedule dedicated time on your calendar for cold calls, emails, and LinkedIn outreach.

   • Prepare a good prospect list: Ensure you have a well-researched list of prospects daily.

   • Start early: Hit the phones early, even when others might not be calling.

   • Take full control: Remember, you can control 100% of this stage - if you want it badly enough, no excuses!

Make it a daily habit!

Nick Cegelski shares tips to stay motivated in prospecting despite its monotony and rejection:

1. Call early: Make calls first thing in the morning.

2. Prepare leads: Build lead lists and gather contact info at the end of the day for tomorrow.

3. Commit daily: Remind yourself that you don’t have to feel like prospecting to do it.

Commit to daily prospecting, even when your calendar is full, to ensure consistent results and feedback.

Using nurture cadences effectively

Nurture cadences are underrated and not enough companies use them effectively, as Harry Monkhouse points out.

What is a nurture cadence? It's a series of steps you take after your initial outreach didn’t book a meeting or got a timing objection. It's a different approach focused on adding value and bringing contacts into your ecosystem.

Here's an example of a nurture cadence Harry has built:

1. Report share

Share valuable reports, like an intent report showing companies that act first win 84% of the time.

2. Community invite

Invite them to a community event, like a CMO coffee talk with 2,000+ CMOs meeting every Friday.

3. Webinar

Host webinars with valuable content, like a customer presenting about GTM strategies every other Thursday.

4. Follow up to webinar

Offer to sign them up for notifications about ongoing events.

5. Content hub invite

Invite them to join a content hub like RevCity, which is similar to Reddit but for GTM.

6. Blog post

Share relevant blog posts that align with their role.

Throughout these steps, use other channels like LinkedIn and calling, but keep the message focused on adding value.